Cradle of Liberty Council

Staff Popcorn Training

April 6th, 2011

2010 in Review2010

District# of Units Selling Units

% of Units Selling Membership 2010 Totals 2010 Online Goal Difference Per Boy Sales

Baden-Powell 34 21 62% 1,248 $148,375 $3,216.55 $140,000 $11,592 $118.89

Continental 30 12 40% 813 $98,320 $1,588.25 $100,000 ($92) $120.93

General Nash 49 27 55% 1,724 $237,059 $5,818.15 $246,000 ($3,123) $137.51

Lafayette 51 19 37% 1,641 $131,963 $3,227.75 $150,000 ($14,809) $80.42

Washington 49 18 37% 1,486 $112,211 $2,333.05 $122,000 ($7,456) $75.51

Montgomery 213 97 46% 6,912 $727,928 $16,183.75 $758,000 ($13,888) $105.31

                   

Delaware 38 10 26% 853 $88,540 $1,160.80 $89,000 $701 $103.80

Frontier 30 13 43% 773 $50,973 $517.45 $54,000 ($2,510) $65.94

Northern 30 8 27% 562 $43,935 $725.10 $53,000 ($8,340) $78.18

Triune 29 10 34% 415 $38,772 $325.60 $30,500 $8,598 $93.43

ScoutReach 6 7 117% 222 $6,725 $0.00 $5,600 $1,125 $30.29

Philadelphia 127 41 32% 2,603 $222,220 $2,729 $226,500 ($1,551) $85.37

                   

Conestoga 50 22 44% 1,329 $121,543 $1,822.10 $130,000 ($6,635) $91.45

Constellation 43 15 35% 1,543 $123,792 $6,496.10 $130,000 $288 $80.23

Minquas 35 16 46% 1,143 $91,336 $1,824.20 $113,000 ($19,840) $79.91

Delaware 128 53 41% 4,015 $336,671 $10,142.40 $373,000 ($26,187) $83.85

                   

Council Total 468 191 41% 13,530 $1,286,819 $29,055.10 $1,357,500 ($41,626) $95.11

National Avg. $85.65

Regional Avg. $89.60

*Average per boy sales based on 11/30 membership totals

StrengthsWeaknessesOpportunitiesThreats

You SWOTTED……….……………..We LISTENED!!

StrengthsKickoffs

Organized, district level, enthusiasmGood content, attendance, timely

Staff KnowledgeWeekly trackingIncentives10K+ sellers (excitement, strength)Newsletter/CommunicationCommissionsTE Incentives (unit & staff)Crossbow samplesReturnsBranding/PackagingAll Materials

WeaknessesFailure to broaden locationsInventory control (unit level)Take order/show & sell crossover (not knowing inventory/units thinking they can sell)Take Order filled with S&SOnline support/online systemCommunication (unit to parent levelLack of parent buy inPerceptions, negative, excuses (product, economy, etc)Too many non-selling unitsLocation warsStarted too earlyUnit infrastructureAllowing/Encouraging over orderingKickoffs too earlyNo single person devoted to year round sale

OpportunitiesOnline salesLocations, broaden opportunitiesTake order/door to doorUnit IncentivesInventory tracking (district level)Return Limits (reward to penalize returns)Kids TrainingNew Parent trainingsKiosk sales/malls/farmers marketCredit card machinesMulti-tier incentivesBreakdown territory boundariesMilitary

2011 Popcorn Dates$10k Order Due Date – August 26th Show & Sell Order Due Date – September 9th Show & Sell Pick Up Day – September 24th Return Day – October 29th Take Order Due Date – October 29th Take Order Pick Up Day – November 12th Prize Orders Due Date – November 12th All Money Due to Council – December 1st

What’s new in 2011?

Popcorn GraveyardR.I.P.

R.I.P.

R.I.P.

Chocolate Lovers

2002 - 2010

Butter Toffee Lite

2010 - 2010

Kettle Corn1993 - 2009

Who likes Chocolate?

2011 Product Line UpO $40 Sweet & Savory CollectionO $30 Cheese Lovers CollectionO $25 White Chocolate PretzelsO $18 Unbelievable Butter 18pkO $18 Butter Light 18pkO $16 Gourmet Caramel Corn with nutsO $16 Chocolatey Triple DelightO $10 Caramel CornO $8 Popping Corn

Prizes!

Sale Totals: Gift Card

Amount:

$250 $10

$350 $15

$450 $20

$650 $30

$850 $40

$1,100 $55

$1,300 $75

$1,800 $110

$2,300 $150

$600 Club Incentive

NEW NATIONAL REWARD!

Any Scout who sells $100 in Military Donations

earns a patch from Trail’s End

$30

$50

Commission Structure

 $0 - $6199 = 30% Commission$6200 - $9,999 = 35% Commission$10,000 + = 40% on everything over $10,000

Example:$12,000 in sales$10,000 at 35% = $3500 $2,000 at 40% = $800Total Commission = $4300

Popcorn Sales “kits”

Break!

OpportunitiesOnline salesLocations, broaden opportunities

Take order/door to doorUnit IncentivesInventory tracking (district level)Return Limits (reward to penalize returns)Kids TrainingNew Parent trainingsKiosk sales/malls/farmers marketCredit card machinesMulti-tier incentivesBreakdown territory boundariesMilitary

Show & Sell vs. Take OrderSome Facts

82% of all households have never been contacted by a Scout

Units who do both have 56% HIGHER sales

Consumers buy more $25-$50 items at Take Order

Take Order is actually PREFERRED by Scouts and their families over Show-And-Sell

Show & Sell vs. Take Order

Online/MilitaryO Tremendous opportunity for growth

O How do we grow these two sales?O Online/Military KernelsO Incentives?O Ideas?

WeaknessesFailure to broaden locationsInventory control (unit level)Take order/show & sell crossover (not knowing inventory/units thinking they can sell)Take Order filled with S&SOnline support/online systemCommunication (unit to parent level)Lack of parent buy inPerceptions, negative, excuses (product, economy, etc)Too many non-selling unitsLocation warsStarted too earlyUnit infrastructureAllowing/Encouraging over orderingKickoffs too earlyNo single person devoted to year round sale

Return Day PolicyTo opt in:

O Units can only order amount sold during show and sell in previous year O If unit chooses to order more then

what was sold in previous year, they opt out of returns

O Unit must attend a training in the summer

O Unit must submit a Unit Plan Worksheet

O Unit must check in every week during sale to inform their DE of how the unit is doing

Show & Sell ToolsCouncil

Show-n-Sell Order Worksheet

Number of Selling Hours* 15 Enter data

Total Retail Product Mix

Item Cases Price Containers

Sweet & Savory 1 $ 40.00 1.0%Cheese Lover's 2 $ 30.00 2.0%White Chocolate Pretzels 2 $ 25.00 7.0%18-pk Unbelievable Butter 2 $ 18.00 12.0%18-pk Butter Light 2 $ 18.00 11.0%Chocolate Triple Delight 2 $ 16.00 12.0%Large Caramel Corn: Alm/Cashews/Pecans 2 $ 16.00 12.0%Small Caramel 3 $ 10.00 37.0%

Popping Corn 1 $ 8.00 5.0%

Estimated Total Containers 93 Average Retail per Container

Gross Sales $ 1,875.00 $ 20.11  Base Commission $ 562.50    

30% Average Unit Profit per Container

$ 6.03  

Total Commission Potential $ 562.50

*Units usually sell at a rate of $125 per hour

WeaknessesFailure to broaden locationsInventory control (unit level)Take order/show & sell crossover (not knowing inventory/units thinking they can sell)Take Order filled with S&SOnline support/online systemCommunication (unit to parent levelLack of parent buy inPerceptions, negative, excuses (product, economy, etc)Too many non-selling unitsLocation warsStarted too earlyUnit infrastructureAllowing/Encouraging over orderingKickoffs too earlyNo single person devoted to year round sale

Popcorn Order Reviewso All DE’s must review all their units

orderso DE’s must send an email

confirmation to jdotter@colbsa.org that orders were reviewed

o Emails must be sent by the end of the business day on:

o August 29th

o September 13th

OpportunitiesOnline salesLocations, broaden opportunitiesTake order/door to doorUnit IncentivesInventory tracking (district level)Return Limits (reward to penalize returns)Kids TrainingNew Parent trainingsKiosk sales/malls/farmers market

Credit card machinesMulti-tier incentivesBreakdown territory boundariesMilitary

Credit Card Sales

Goal:Provide Units

with Information on

how to best use available technology

Lets Review the Popcorn System!

Popcorn Sales

Binders!

2011 Council Growth Plan

• Doubling sale of High Potential Units • ($3,000 - $5,000)• 4 per District• Average Growth of $4,000 ($48,000

for Council)• Engaging New Units

• 3 per District• Average Growth of $2,000 ($24,000

for Council)

2011 Council Growth Plan

Steps to Engaging New Units1. Identify Unit2. Overcome Objections3. Communicate Value4. Build and Submit a Plan

2011 Council Growth Plan

Targeting High Potential Units1. Identify Unit2. Overcome Objections3. Communicate Value4. Build and Submit a Plan

2011 Unit Plan Workshee

t

Budget PlannerSales Goal Worksheet

/ =

Budget Goal Unit CommissionUnit Sales

Goal

/ =

Sales Goal Number of Scouts Scout Goal

/ =

Scout GoalAvg. Price per

ContainerContainer Goal

Overcoming Objections

Communicating Value

Popcorn Sale ToolFall 2011 Sales Potential

Each Scout Selling 15* Containers Every Scout Fills Up A Sheet (30 lines)

Unit Pack 38 Unit Pack 38

Number of Scouts 60 Number of Scouts 60

Commission Percent 35% Commission Percent 35%

Average container sales 15 Filling a Sheet 30 per Scout (minimum containers)

Average Retail Price $ 17.50 Average Retail Price $ 17.50

Gross Sales Potential $ 15,750 Gross Sales Potential $ 31,500        Unit Commission Potential $ 5,513 Unit Commission Potential $ 11,025

*Based upon research, the average Scout sells 15 containers

Role of District KernelO Assist District Executive in getting all

Units in the district to attend a summer training

O Mentor the potential units in the districtO Attend the district training and have a

small role in the presentationO Attend both Show & Sell and Take Order

pick up daysO Assist the Council during Return Day at

Reads

Break!

Wawa LotteryO Sales Dates for Cradle of Liberty Council:

Saturday, *October 3rd & Sunday, October 4th

O Locations available: 52O In order to be eligible for the Wawa lottery a

unit leader must complete the Online Popcorn Training. After the training is complete the Unit will be entered into a lottery for a Wawa location of their choice. Each unit will choose the lottery pool they want to be in for their top 2 locations. The Online Training will be available June 1st – June 30th.

Summer Trainings!O Popcorn 101

O Monday, July 25th in Montgomery County

O Tuesday, August 2nd in Delaware County

O Wednesday, August 10th in Philadelphia County

O District TrainingsO County TrainingsO Less trainings then last year

Scout Day

O Speak directly to ScoutsO Build excitement around the saleO Training BreakoutsO Possible location – VillanovaO Have well known mascots like the Phanatic

What are your thoughts? Suggestions?

2011 Goal

s

District DE GoalBaden-Powell $150,000Continental $105,000General Nash $258,000Lafayette $160,000Washington $125,000Montgomery $798,000   Delaware $92,000Frontier $56,000Northern $55,000Triune $39,000ScoutReach  Philadelphia $237,000   Conestoga $125,000Constellation $135,000Minquas $120,000Delaware $365,000   Council Total $1,419,000

Staff IncentivesO Returns under 5% - $100O Top increases in per boy average in

the CouncilO #1 - $250 O #2 - $200O #3 - $150

O $100 for every 10% increase in per boy averages

O 65% of Units Selling or 5 new units - $200

We think its time for a drink…